By Wendy Weiss, The Queen of Cold Calling™
Should I leave a voicemail message? Isn’t email better for prospecting?
These are the questions I am asked all of the time.
The answer is actually, both. Leave a voicemail and send an email.
This recommendation is based on research done at the University of Chicago, Booth School of Business. They studied the impact of written communication and spoken communication. Written communication might be an email, a text, a social media post, or even a letter. Spoken communication includes being face-to-face with someone, on the phone, or a voicemail. They discovered something interesting.
When people hear you talk, even if it’s only on a voicemail, they think you are smarter and they are more likely to act on whatever it is you’re talking about.
What we see, is that leaving a voicemail and sending an email increases response.
There are, however, more reasons to leave voicemail messages.
According to ZoomInfo, in 2020, the average voicemail response rate is 4.8%. You might look at that low number and say to yourself, “Why bother?”
It is true that with a 4.8% response rate you and/or your team might not even notice the number of returned calls. So, let’s do some math and calculate the impact of getting prospects to return calls.
Let’s assume that you dial the phone 20 times/day. By the end of a week that would be 100 dials/week.
There are 52 weeks in a year and I’m going to give you 2 weeks for vacation. So, by the end of the year (50 weeks) you would have dialed the phone 5,000 times.
If only 1% return the phone call, by the end of a year that would be 50 additional conversations.
If 4.8% return the phone call, by the end of a year that would be 240 additional conversations.
If 10% return the phone call, by the end of a year that would be 500 additional conversations. (BTW: 10% return or higher is very doable.)
What would an additional 500 conversations with qualified prospects do for your bottom line? That’s why you and/or your team should be leaving voicemail messages.
- Why Your Sales Team Should Always Leave Voicemail Messages by Wendy Weiss - September 30, 2020
- Matching, Pacing and Rhythm by Wendy Weiss - December 1, 2008
- Powerful, Persuasive and Motivating Language by Wendy Weiss - February 1, 2007